Understanding the Sales Force
JANUARY 18, 2025
A similar scenario where salespeople spend time getting ready before conducting an act happens with prospecting for new business. While not all salespeople are required to prospect, those who do often follow the gift giving ritual where they spend quite a bit of time getting ready before making their calls. So it’s the opposite.
The Pipeline
JULY 14, 2020
Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. And like with other hits, everyone piles on, including the pundits, all sharing how they feel about the phone and prospecting. But facts don’t always support feelings, and a quota is more of a fact that a feeling.
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Sales and Marketing Management
FEBRUARY 8, 2021
Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. It’s capable of including other mediums, both visual and auditory, which means you can engage your prospects on a deeper level.
The Pipeline
JANUARY 26, 2021
But it is still a sum that has to be recovered before we start retiring quota. Churn is a variable of quota you need to know. Most go for the easy and perhaps obvious option; they gross up their quota by what they feel their average churn rate is. Not just know, but plan for and manage like any other element of sales success.
Speaker: Mark Hunter, CSP, “The Sales Hunter”
Prospecting has never been easy and nowadays it has become even harder as people are responding less and less to many forms of communication. Therefore, the majority of salespeople do not make their quota and this is a key reason why there is so much turnover in sales jobs. Turn a lead into a prospect. Have the right mindset.
No More Cold Calling
FEBRUARY 13, 2025
Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Systematize Your Referral Process: Make referral selling a core part of your sales prospecting strategy, not just something that happens occasionally.
The Pipeline
MARCH 19, 2019
With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons.
Advertiser: ZoomInfo
Often, sales reps who fail to hit the phones hard are left wondering how they missed their quota. While dialing away at targeted prospects, it’s important for them to remember that not all sales outreach is created equal.
Speaker: Donald Kelly, Founder & Chief Sales Evangelist at The Sales Evangelist LLC
What if there was a way to hit quota while shortening the time it takes to close a deal without dropping your price? During this session, you will learn: How to minimize the time it takes for your prospect to commit and make a final buying decision. How in the world are you supposed to survive as a seller? Would you be interested?
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